Software Sales Tips by Matt Wolach
You can’t give what you don’t have. Unless you have already kept your end of the bargain, you should not keep people’s hopes up. The same situation applies to SaaS, where one of our prospects would ask about a not available software feature. It may sound promising and could be something they need, but if […]
As a SaaS coach, one of the most fulfilling moments is when my clients (software founders) succeed. In my Mastermind Group for software founders, we always exchange experiences, share ideas and challenges, and work on them together. It is a group that encourages collaboration. And one of the best things we do is share and […]
EPISODE SUMMARY In this episode of SaaS Story in the Making, host Matt Wolach and Mikaël Wornoo, COO and Co-Founder of TechWolf, talk about growing a company using the right actions, especially through gathering needed data on employees’ skills. Wornoo shared valuable lessons from his experience in the early days of their company and his […]
If you’re a Formula 1 fan (or even if not like I wasn’t), you might have stumbled already to the show “Formula 1: Drive to Survive.” A Netflix series covering what life is like in the fast lane, featuring the teams, managers, and F1 drivers’ stories. You might enjoy seeing the pit crew quickly change […]
Is product knowledge really important in sales? Most modern buyers come into any sales conversation having done their research. Your prospects have likely scoped out all the information about your product available on your company’s website. They may have even looked at what other people say about your product— glowing reviews and significant complaints. So […]
If you want to sell a lot of software, you have to have an amazing discovery process, and you’ve got to know exactly what to ask and how to ask it. The most essential skill to help with closing deals and negotiation comes down to your first conversation. A great discovery call, typically the first […]
Many SaaS founders I’ve worked with carried out a different approach to their demos before they met me. Most of them would ask me how long should my demo take? Well, there’s definitely a right answer to this. Most of the time, people either do it too quickly, or they spend too long. One factor […]
EPISODE SUMMARY In this episode of SaaS-Story in the Making, host Matt Wolach sits with the Mentalist, author, and founder Duncan Stevens. They talked about the power of influence and persuasion, its magic, and the ways to boost your business. Stevens shared tactics and magic tricks that proved the power of mentalism, how to communicate […]
The SaaS industry is getting crowded. More and more companies, great products, and amazing salespeople are in the zone. The competition is tough and it can be hard to differentiate yourself. You may think, there should be a lot of aspects to improve to sell differently. The truth is, you need to pay attention […]
EPISODE SUMMARY In this episode of SaaS-Story in the Making, host Matt Wolach along with Founder and COO of Success Champion Networking, Kevin Snow, talks about what both founders and salespeople should remember. Snow also explains the importance of automated processes and how they can be leveraged for faster growth, improved process efficiency, and more […]
SaaS may be one of the most lucrative industries to venture into for many entrepreneurs, but selling it is just as hard, and very unique. It can be an outright burning of a dollar if your sales strategy isn’t what it should be. So, how does one jump on this rocketship with a dream exit […]
EPISODE SUMMARY In SaaS, Marketing and Sales are some of the most effective teams. However, they tend to be in a complicated relationship where communication is lacking. But the truth is, they are dependent on each other and that connection should be optimized for growth. In this episode of SaaS Story in the Making, host […]
Selling without being pushy or obnoxious may be unchartered territory for some – especially startup founders with less experience than master closers. But here’s what I’m going to tell you: Pushing a sale will only make your prospects run away. And one of the greatest fears great entrepreneurs face when selling is being too pushy. […]
EPISODE SUMMARY Some feel like a process can be too rigid and structured that, when applied, it takes away the team’s creativity and freedom. In this episode of SaaS-Story in the Making, host Matt Wolach and Process Bliss’ Founder and CEO, Alister Esam, talk about the importance of processes and how they should be done. […]
When you’re in discovery, your goal is to get to know your prospect’s pain and twist the knife on it. This may sound like a bad thing, but it’s not. It’s what will set you up for success. So you’ve got to get them to share their goals, what they’re trying to accomplish, what they’re […]
There’s something that I’ve seen a lot lately that software founders are doing, and I want to make sure you are not doing it because it is killing conversions. It is killing sales and preventing you from closing deals. Companies are making it hard to get a demo. This is a bit concerning- software […]
EPISODE SUMMARY Startups have growth opportunities that should be maximized, especially when it comes to finding new ways to expand their reach. In this episode of SaaS-Story in the Making with host Matt Wolach, Sven Radavics talks about newer and more effective processes that startups should take note of. PODCAST-AT-A-GLANCE Podcast: SaaS-Story in the Making […]
As you may have seen me say, startup founders, should do the sales in their company. There are so many benefits to it that it would be a huge miss not to do so. But when you do, there are some pitfalls that you must avoid, or else you’ll cost yourself a ton of time […]
EPISODE SUMMARY In this episode of SaaS-Story in the Making, host Matt Wolach sits with Radd Co-Founder and CMO Natalie Staub as they talk about the rise of e-commerce and how influencer marketing is crucial for businesses. Being a digital marketing and social media senior lecturer at Middlesex University, Staub knows her way in marketing […]
When we talk about master closers in the industry of SaaS sales, aspiring salespeople quickly assume others got there because they were born that way. If you ask me, that’s not the case. People who you think might be excellent salespeople are very practiced. They know the techniques and the process that works. Don’t believe […]
EPISODE SUMMARY Sales can be tricky—you need to showcase your product without compromising a great customer experience. In this episode of SaaS-Story in the Making, Matt Wood, CEO of CheetahIQ, shares the importance of sales research with host Matt Wolach. Wood explains how research and prospect intelligence can prepare salespeople to perform better and close […]